Most companies expect their sales managers to magically get results while 'blindfolded' as 9 times out of 10 they do not have the right tools. Keeping track of your sales team's performance can be tough! Typically, a manager's month looks like this...
Based on historical data, is our customer base/opportunity pool equally distributed between our sales reps? How many logistical constraints impact their capacity to achieve their targets? Are the forecasts I’m committing to realistic?
How are my sales reps performing? Are they executing efficiently? How do I find shared metrics beyond pipeline and revenue, to discuss trends and really hit target? I have no idea what they are actually doing, because most of them are NOT using the CRM we provided as much as they could be.
Panic! Are the sales reps’ forecasts really achievable? Should I be coaching them all the way through to the point they close the deals? Surely this isn’t a good use of time! When I call them, they always say they don’t have time to update the CRM!